**What is the purpose of the book Story Based Selling?** The purpose of the book *Story Based Selling* is to improve how you communicate with and influence others using a story-based approach. **What is sales?** Sales is a *form of communication*, which itself is a form of *influencing the decisions of others.* > **What type of influence do we want to pursue in sales?** > The type of influence we want to pursue in sales is *mutually beneficial*, not controlling and manipulative. **People buy from people they ...** People buy from people they *trust.* > **People trust those they ...** > People trust those they *like.* > > **People like those they ... with.** > People like those they *connect* with. **What does appealing to logic with facts, features, and statistics lead to and why?** Appealing to logic with facts, features, and statistics leads to a *lack of trust* and *apprehension because it's interpreted by the part of the brain that drives skepticism.* > **What does effectively using stores, analogies, metaphors, and visuals lead to and why?** > Effectively using stores, analogies, metaphors, and visuals leads to *a positive decision because it's interpreted by the part of the brain that drives emotional connection.* **What happens when you build your story-based foundation on humility, vulnerability, and authenticity?** When you build your story-based foundation on humility, vulnerability, and authenticity, you *accelerate emotional connection and trust.* **What is the most popular way to connect to others today?** The most popular way to connect to others today is through *social media.* > **What is the downside of making connections with others over social media?** > The downside of making connections with others over social media is that *it can replace real life connections.* **What is leadership according to Stephen R. Covey?** According to Stephen R. Covey, leadership is *communicating to people their worth and potential so clearly that they're inspired to see it in themselves.* **What are four things that leaders do?** The four things that leaders do are: 1. Inspiring trust. 2. Clarifying purpose. 3. Aligning systems so there's no internal conflict. 4. Unleashing talent.